Barnes & Thornburg LLP · 1 day ago
Senior Client Growth Manager
Philadelphia
Full-time
Hybrid
Senior Level, Lead/Staff
$175K/yr - $230K/yr
8+ years expBarnes & Thornburg is a law firm that adapts with agility and precision to achieve the highest goals for its clients. The Senior Client Growth Manager will focus on establishing and enhancing client relationships, driving business development activities, and collaborating with practice leaders to execute client development strategies.
Legal
Responsibilities
Works proactively and collectively with the assigned practice areas to develop and support initiatives to cement and expand existing client relationships
Identifies and supports business development efforts with prospects and within relevant industry sectors
Collaborates with CGM colleagues to implement and adopt marketing and business development best practices across the team
Serves as the primary point of contact for practice leaders with respect to client development efforts. Plays a critical role in determining important projects that require additional department/firm support – and advocates as necessary for appropriate strategic initiatives
Responsible for having a robust understanding of supported departments and practice groups, including the products and services they offer to the firm's clients, to effectively relay this experience and identify potential synergies where existing experience can be applied to other clients and prospects including alignment and introduction of key practitioners able to meet niche needs
Consistently provides business development advice and guidance to attorneys that demonstrates a sound understanding of the nature of the work and experience of the lawyers in the assigned practice groups and working groups including but not limited to coaching (holistically and for specific leads)
Drives business development goals of assigned groups, including support in identifying business leads and opportunities, expanding existing client matters, and identifying and pursuing cross-selling
Participates in the creation of department and practice specific business development plans as required by firm leadership and serves as the primary point of contact for the execution of all objectives and key results identified within that plan
Annually and as needed, helps guide attorneys in setting strategy for increased exposure on the national stage, including with conference participation, speaking engagements, panel appearances and in-house client programs that have clear directives and methods for measuring return on investment
Invests significant support time in onboarding lateral attorneys to ensure access, resources, and coaching are provided; thereby, ensuring immediate production of revenue by the new attorney. This includes participation as deemed appropriate by practice leadership in the direct interviewing of potential lateral candidates
Responsible for having a robust understanding of law firm operations, business models, and best practices and developing a deep understanding of the supported practices, the firm’s relevant services and products, and the industries and geographies in which their clients operate
Must be able to apply industry, practice, geographic and services knowledge to craft effective internal and external positioning and pitches, identify internal and external opportunities for business expansion, and align and introduce key practitioners able to meet niche needs
Owns continual gathering and cataloguing of key experience, categorizing by type of work, firm role, jurisdictions, industries and other key data. Collaborates with the Communications and Proposals teams to ensure practice data is shared and accessible to the department
Creates and edits presentations, graphics and pitches for assigned practices and offices in collaboration with CG managers
Liaises with the Proposal Team on complex projects, ensuring that deliverables demonstrate fluency in the requisite practices, reflect the firm’s differentiators, and showcase best-in-class experience. Contributes to pitch and RFP response strategy and helps identify and gather relevant information. Executes RFP responses and provides post-response coaching on closing and panel awards
Regularly prepares pitches, frequently working with the Legal Operations department to incorporate pricing proposals
Collaborates with department teams – communications, media relations, events, business intelligence, proposals, graphics – to identify creative ways to package practice experience, differentiators, and thought leadership to maximize impact and influence with key audiences
Strategizes and counsels on marketing and client development expenditures to ensure optimal impact and best use of firm resources. Works closely with the client growth team to accurately track ROI on spend and make recommendations
Coordinates industry/practice relationships in conjunction with Client Growth Manger and lead attorney for the supported practices in conjunction with outside sales professionals. Executes and provides consistent thoughtful contributions on determined plans for thought leadership, event, and sponsorship strategy
Oversees activities required to produce lawyer ranking submissions
Leverages business intelligence and BD tools for basic research in support of attorney marketing and BD efforts, including compiling and succinctly presenting data on prospects, clients, industries, and legal/sector trends
In conjunction with Client Growth and Marketing (CGM) colleagues, coordinates planning and execution of on-site and off-site business development and marketing events and activities, including substantive programs and CLEs, webinars, networking and social events, trainings, roundtables, conferences, exhibitions, and more
Other duties and projects as assigned
Qualification
Required
At least eight years of increasingly responsible, directly related experience during which the necessary knowledge, skills, and abilities were attained
A bachelor's degree, preferably in a writing-intensive or research-heavy discipline
Strong oral and written communication, presentation, and interpersonal skills
High-level service orientation, consistent resourcefulness, an ownership mentality, and agility in managing shifting priorities
Ability to produce quality work product and 'think beyond the ask'
Fluency in MS Office Suite and standard technical proficiency expected within legal marketing and BD
Demonstrated project management experience
Demonstrated ability to build strong working relationships across all levels of the organization
Ability to adapt to changing priorities and maintain a productive work effort
Ability to leverage research and competitive intelligence to identify business opportunities
Strong knowledge of, and familiarity with, legal and business environments
Preferred
Experience in an AmLaw matrixed marketing and BD department is highly preferred
Company
Barnes & Thornburg LLP
In an evolving business landscape, we stand ready at a moment’s notice, adapting with agility and precision to achieve your highest goals.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Brittany Garcia
Partner
David Wong
Attorney
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